If you aiming to build a “sales machine” that generates repeatable, predictable, scalable and sustainable revenue and growth, you need to first systematize your sales – i.e. you have to develop a System for yourself. Such system, just like coaches develop for their professional sports teams, in turn comprises several
How To Scale Fast – the Blueprint & Playbook for Scaling B2B SaaS Sales
The Blueprint for Scaling Your Sales I want to share a blueprint for how to think about scaling. Scaling means that you are looking for “disproportionate growth results”. This post is not meant to be tactical and it doesn’t cover any techniques but is primarily a general blueprint
Creating a Culture of Accountability in Sales
As a Sales Leader you have to create a culture of accountability – everyone across the organization has to be accountable for their own performance and results. What is Accountability? “It is a force that provides rewards or consequences for actions. A leader imposes the consequences for failing
How a VP of Sales Makes the Number (The Step by Step Process)
Hitting a sales number is a complex thing to do – not complicated but complex – because there are so many variables and moving parts. There is no “one size fits all” and not a magic bullet and it is “contextual” to each company and it’s own issues. But
The Process for Effective Sales Execution
John Wooden who is one of the greatest sports coaches of all time said “Don’t mistake activity and achievement“. And Lou Gerstner, a former CEO of IBM who turned IBM’s fortunes around, similarly instructed – “Don’t confuse activity with results“. Being busy and making an effort doesn’t mean
How to Train Your Sales Team Quickly – Top Free Resources
What This Is: Unified Training Knowledge Hub for the sales team All the key info for sales training at your fingertips Understanding Our Customers, Their Challenges / Needs, How They Decide Our Ideal Customer Profile (ICP) Our Target Buyer Persona Unique Value Proposition Elevator Pitch Our “Buyer-Focused” Prospecting
4 Parts of a Highly Effective Outbound Sales Prospecting Email
Prospecting is critical to grow the sales pipeline. I thought to share what I typically share with sales teams about the framework for making cold outreach. Today prospects are too busy so outbound prospecting is harder than ever – Jill Konrath is well known for her writing about
Planning & Developing a Sales Strategy
In a prior article, I wrote about what companies should include in a Strategic Plan which focuses on the Corporate Strategy. Of course, the right sequence requires the executives to craft their Corporate Strategy first (i.e. should be planned and finalized first before any other business functions craft
Sales Effectiveness & Growth Drivers
The sales function at any company is very complex. A successful sales organization is the result of many variegated factors which are directly affected and also indirectly influenced by the sales leaders of those organization (i.e. a EVP or VP of Sales or the CRO – the executive
Consulting on Business Performance Through Sales & Marketing Improvements
We’re focused on improving your company’s overall business performance through sales and marketing improvements. This includes customer insights, sales strategy, GTM, operations and even technology enablement. Together, we will develop strategies and then implement them to help you grow your revenue and expand your market share efficiently and